Jun 2020 – Present · 5 yrs 9 mos

• We are a specialist advisory practice that helps companies to drive responsible, predictable growth. Our proprietary methodologies compress the timeframe to align, educate and onboard the workforce in selling and enablement best practices.
• Companies choose us to bring clarity to complex enablement challenges, define common frameworks upon which enablement and execution teams operate, conduct project-based research, and help build bespoke learning solutions that utilise our enterprise sales academy, data-backed insights and industry experience.

Apr 2020 – Mar 2024 · 3 yrs 11 mos · EMEA

• "Empowering others to be at their best" is what Showpad stands for. Super excited to work with this fantastic team, and to contribute to driving this mission, and all of that in a part-time role!
• Showpad’s all-in-one platform empowers sales and marketing teams to engage buyers through industry-leading training and coaching software and innovative sales content and engagement solutions. Leveraging the most comprehensive data on successful sales interactions, Showpad fuels Artificial Intelligence to discover, replicate and automate what works for top performers.

Nov 2018 – Mar 2020 · 1 yr 4 mos · Washington DC-Baltimore Area

• The Outcome Selling Advisory Ecosystem (OS AE) is an elite peer group of professionals at world-class companies who want to improve the acquisition, retention, and growth of customer accounts by partnering on the attainment of business outcomes. The OS AE meets to share emerging best practices, industry trends, and value selling strategies. It is comprised of thought leaders in sales, sales enablement, customer success, and value engineering.

Sep 2018 – Dec 2020 · 2 yrs 3 mos

• Established by passionate volunteers, the Sales Enablement Society is a not-for-profit membership association for sales professionals. Its vision is to elevate sales enablement as a globally-recognized profession by defining and sharing industry best practices as well as tools with its members.

Jan 2018 – Present · 8 yrs 2 mos · Greater Kiel Area

• Achieve Your Desired Outcomes: Clear Energetic Blockages, Break Free from Trauma, Stop Self-Sabotage, Access Your Intuition and Soul's Innate Gifts and Talents, and Master Your Mind!
• Are you currently going through much change in your professional life?
• Do you feel scared or even horrified to take the next steps?
• Do you, often unconsciously, self-sabotage your efforts?
• Sound familiar? Then you have come to the right place. Energy Field Mastery is dedicated to assisting you on your personal and professional growth journey, to help you achieve your desired outcomes with a holistic approach that integrates body, mind, and soul.
• We identify the underlying root causes of your current challenges. We might find, for instance, discordant thoughtforms and beliefs you have bought into, that don't serve you any longer. They can become real roadblocks and lead to self-sabotaging behaviors and less and less confidence and power.
• We go way beyond "mindset work." Clearing those root causes at the quantum level is a prerequisite to empowering you to achieve your desired outcomes, to live your vision. By clearing the root causes first, your power, confidence, and energy frequency will increase tremendously, and you will get clear access to your intuition, and be able to attract different places, people, and events.
• Once the root causes are cleared, we connect you to your soul's innate gifts and talents, to your manifesting blueprint. You have unique energies, talents, and skills you are probably not even aware of. We connect the dots between well-known personality tests and skill assessments and show you a new dimension that creates a unique, competitive advantage for you.
• Additionally, based on mastering your energy field, we take you on a mentoring journey of mind mastery to ensure that you won't create the same challenges again. Instead, we want you to thrive, to leverage your potential, to live your purpose.

Jan 2018 – Present · 8 yrs 2 mos

• Today's prevailing sales strategies are often based on decades-old practices for bringing products and services to customers. In the age of digital technology, buyers come fully informed about what you have to offer, how you stack up against the competition and the different options for solving their business challenges. Successful selling demands a new approach to differentiating your offering, engaging customers, and driving profits.
• Sales Enablement is the turnkey roadmap for sales leaders and sales enablement professionals who are serious about building a state-of-the-art sales force. This comprehensive guide shows you how to orchestrate a sustainable system of content, training, coaching, and technology along with proven best practices for engaging, equipping, and empowering your sales teams with everything they need to succeed in the digital age of the customer.
• You'll gain a detailed understanding of:
• ► Sales force enablement, its strategic and collaborative nature, including practical guidance on developing a comprehensive strategy that is aligned to the senior executives’ strategic initiatives and ensures their sponsorship and buy-in.
• ► The three main categories of enablement services, including content, training, and coaching, and how to integrate these services, also leveraging a holistic value messaging approach.
• ► How to measure the impact of sales enablement with leading and lagging indicators.
• ► The most effective ways to optimize cross-functional collaboration and prioritize technology investments.
• Reimagine–and achieve–higher sales performance with Sales Enablement.
• 🌟 "By far the best book out on the complexities of sales enablement and what firms should be doing." — ROBERT M. PETERSON, PhD, Dean's Distinguished Professor of Sales, Northern Illinois University

Sep 2015 – Mar 2020 · 4 yrs 6 mos

• As Research Director of CSO Insights, focused on all things sales enablement, we provide sales leaders the research, data, expertise, and best practices required to build sustainable strategies for sales performance improvement that work in their context.
• My insight and expertise as an analyst are based on 20+ years of international experience in a variety of sales and consulting roles across industries that span from information technology to services and several points in between. That background affords me a deep understanding of the insights leaders need at varying levels of a sales organization.
• I’m an innovative thinker and driver of change. My ability to design successful enablement initiatives with thoughtful and clearly defined strategies is coupled with a passion for delivering “what’s next” and improving “what’s now.”
• As Research Director, I’m focused on two key areas:
• 1️) The development of strategic and holistic sales enablement models that create significant business impact while simultaneously driving productivity and transformation.
• 2) The role of sales managers in sales enablement and sales execution, equipping them to handle the challenges specific to their role and to build support for their development as world-class sales leaders.
• CSO Insights is the independent research arm within Miller Heiman Group that is dedicated to improving the performance and productivity of complex B2B sales. We serve a wide range of industries with strategic analysis and decision-making support. Our work guides the development and execution of sales strategies while fostering a culture for driving sales performance.
• Our research capabilities and client services are industry standards for sales leaders seeking operational and behavioral insights that can help them improve their sales performance and gain holistic assessments of their selling and sales management efficacy.
• To learn more about how our work can transform your sales process, view this multimedia.

Jan 2011 – Jan 2018 · 7 yrs

• I started Sales Enablement Perspectives in my previous role at T-Systems and continued publishing to it until 2018. This blog was dedicated to topics that I am passionate about: sales enablement, sales force enablement, and customer-core enablement.
• The focus of my writings is to establish a strategic and holistic perspective that has the potential to drive sustainable sales results and sales force transformation. Even if transformation is scary, it is essential for today’s seller to unlearn pushing and pitching sales behaviors and (re)learn value-creating activities and behaviors that are relevant and timely for prospects and customers.
• To achieve different results, we have to do things differently. It is about changing various sales behaviors and activities that have their origins in sellers’ markets to today’s complex, ever-changing buyers’ markets. That involves changing the design point completely from the inside (products and services) to the outside (customer challenges, their desired results and wins). This, of course, impacts the whole sales system and that’s what sales force enablement is all about – addressing the issue, strategically and holistically.
• In 2018, I was honored to receive the gold medal from the Best Sales Blogger Awards and Top Sales Post from the Top Sales Awards.
• I no longer publish content to this blog. Please find my weekly blog posts based on latest research on the CSO Insights blog.

Sep 2015 – Mar 2024 · 8 yrs 6 mos · Wiesbaden, Hesse, Germany

• Over the span of my career, I have built a reputation as an innovator and sales enablement evangelist, specializing in strategic sales enablement and sales force transformation. Since 2011, I have been speaking on stage on the topics of sales enablement, customer experience, and sales effectiveness.
• In addition to Miller Heiman Group’s Elevate Conference, I have had the honor of being invited to take the stage at the following events and sales conferences:
• ► Forrester Sales Enablement Conference (2011, San Francisco and 2012, Scottsdale)
• ► QVidian Connect, San Antonio (2015)
• ► SAVO, Chicago (2015)
• ► Showpad, Ghent (2015)
• ► Sales Innovation Expo London (2016)
• ► Sales Hacker London (2017)
• ► Sales Enablement Society Conference (2017 in Dallas, 2018 in Denver)
• ► The Sales Institute, Dublin (2018)
• ► Sales Enablement Soiree, London (2019)
• ► Showpad Transform, London (2019)
• ► ELEVATE, London (2019)
• ► Showpad Transform, Chicago (2019)
• You can have a look at my keynote from the 2017 Elevate Conference in the video below. If you would like to have me speak at your upcoming event, please either connect with me on LinkedIn or email tamara.schenk@csoinsights.com.

Jan 2014 – Aug 2015 · 1 yr 7 mos · EMEA

• In this role, I was dedicated to improving the performance and productivity of complex B2B sales organizations, as well as providing strategic analysis and decision-making support for leaders interested in the development and execution of stronger sales strategies.
• My research was focused on the development of strategic and holistic sales force enablement models that create significant business impact all while driving productivity and transformation within organizations. I also studied sales managers with a specific interest in their role, their relevance as it relates to sales execution, the specific challenges they face as well as their enablement and development into world-class frontline sales leaders.
• Creating value in every single customer interaction is always my level of ambition.

Nov 2011 – Dec 2013 · 2 yrs 1 mo

• I joined T-Systems as the head of strategy for business development in 2005. Over 8 years, I served as a top-performing executive, ascending from Program Manager to Senior Manager to Vice President of Sales Enablement.
• As a high-profile thought leader, I accelerated the growth of core sales and selling systems by driving organizational transformation, enhancing enablement, and facilitating sales delivery. Through my work, I defined and standardized education as well as implementation sales models and frameworks for cross-functional teams. In a challenging economy, I drove revenue and maintained the highest level of customer expectation while managing budgets in excess of €7 million.
• SALES ENABLEMENT & TRANSFORMATION
• ► I pioneered the development of a Global Sales Enablement foundation by utilizing a cross-functional content management process to increase collaboration, reduce search time, and increase the efficiency of sales teams.
• ► I increased the volume of account leads by 35% and new business by 12% by redesigning and implementing a customer-centric model and an outside-in sales approach focused on generating new business.
• ► I designed and led a sales force transformation program at a global level covering sales culture and performance, sales management, account management and value messaging.
• COST SAVINGS & REVENUE EXPANSION
• ► I reduced redundancy by consolidating 35 sales portals, saving IT €2.5 million per year.
• ► I increased efficiency and reduced costs by 30% with improved content management strategies.
• ► I drove a 25% improvement in lead management through the redesign of our end-to-end revenue management process, which included end-to-end revenue contribution metrics.
• LEADERSHIP
• ► I managed 15 direct reports, hired/developed global staff, negotiated salaries, defined deliverables and conducted performance reviews.
• ► I directed a cross-functional, virtual staff of 45 people across sales, marketing, portfolio management, HR and finance.

Feb 2011 – Nov 2011 · 9 mos

• Leading a sales enablement initiative coming from a portfolio driven approach called SPOT ON, developing the initiative to a broader approach focused on the overall alignment of portfolio and account view along e.g. content, messaging and metrics. The initiative includes e.g. content governance, ongoing content improvement along the customers buying cycle, collaboration and sales adoption as well as developing a sales enablement approach for new services.

Sep 2010 – Feb 2011 · 5 mos

• Leading a sales enablement initiative coming from a portfolio driven approach called SPOT ON, developing the initiative to a broader approach focused on the overall alignment of portfolio and account view. The initiative includes e.g. content governance, ongoing content improvement along the customers buying cycle, collaboration and sales adoption as well as developing a sales enablement approach for new services.
• Business development and portfolio management for T-Systems top verticals "smart energy" which covers based on The DT smart metering platform different areas along the utility value chain as smart grid solutions, usage2cash, home automation and energy efficiency management as a cross-industry offering.

Sep 2009 – Aug 2010 · 11 mos

• Leading T-Systems sales enablement program from a portfolio driven approach, consolidating sales portals from many different portals to one platform called SPOT ON presenting all portfolio content as well as all sales tools along the sales cycle. Major areas in the first program phase: organizing content generation process, organizing dimensions for the new sales portal as well as defining an overall content governance.
• Business development and portfolio management for T-Systems top verticals "smart energy" which covers based on The DT smart metering platform different areas along the utility value chain as smart grid solutions, usage2cash, home automation and energy efficiency management as a cross-industry offering.

Aug 2005 – Aug 2009 · 4 yrs

• Corporate program management for global strategic initiatives with focus on key performance indicators in a balanced scorecard structure. Key deliverable: dashboard including decision needs for the board.

Apr 2001 – Aug 2005 · 4 yrs 4 mos

• Leading a variety of strategy, post merger integration and performance driven programs for customers in different industries. Developing framework for performance optimization programs with impact on P&L relevant KPI's.
• Sales responsibility for consulting business

Jan 1999 – Jan 2001 · 2 yrs

• Leading international IT projects with a strong focus on just-in-time and just-in-sequence implementation.
• Industry: Automotive, tier 1 suppliers
• Sales responsibility for IT Consulting business

Jan 1998 – Jan 1999 · 1 yr

• Leading just-in-sequence implementation program for a tier 1 supplier (Volvo, Sweden) including EDI based communication to Volvo and to tier 2 suppliers.
• Sales responsibility for IT consulting business

Oct 1992 – Mar 1998 · 5 yrs 5 mos

• Business development for just-in-time application for automotive tier 1 suppliers, sales responsibility as well as consulting and IT implementation responsibility